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The challenge of retaining customers acquired with free trials

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  • Datta, H.

    (Tilburg University, School of Economics and Management)

  • Foubert, B.
  • van Heerde, H.J.

    (Tilburg University, School of Economics and Management)

Abstract

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  • Datta, H. & Foubert, B. & van Heerde, H.J., 2014. "The challenge of retaining customers acquired with free trials," Other publications TiSEM 7bc7f195-f655-43cd-9232-7, Tilburg University, School of Economics and Management.
    • Handle: RePEc:tiu:tiutis:7bc7f195-f655-43cd-9232-7178b2fc5e03
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    References listed on IDEAS

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    1. V. Kumar & Rajkumar Venkatesan & Tim Bohling & Denise Beckmann, 2008. "—The Power of CLV: Managing Customer Lifetime Value at IBM," Marketing Science, INFORMS, vol. 27(4), pages 585-599, 07-08.
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    Cited by:

    1. Muller, Eitan & Peres, Renana, 2019. "The effect of social networks structure on innovation performance: A review and directions for research," International Journal of Research in Marketing, Elsevier, vol. 36(1), pages 3-19.
    2. Ascarza, & Neslin, & Netzer, & Lemmens, Aurélie & Anderson, Zachery & Fader, Peter S. & Gupta, S. & Hardie, B.G.S. & Libai, Barak & Neal, David & Provost, Foster, 2018. "In pursuit of enhanced customer retention management : Review, key issues, and future directions," Other publications TiSEM 28a90d28-6daf-42f1-bd8e-e, Tilburg University, School of Economics and Management.
    3. Miguel Godinho de Matos & Pedro Ferreira, 2020. "The Effect of Binge-Watching on the Subscription of Video on Demand: Results from Randomized Experiments," Information Systems Research, INFORMS, vol. 31(4), pages 1337-1360, December.
    4. Isabell Lenz & Hauke A. Wetzel & Maik Hammerschmidt, 2017. "Can doing good lead to doing poorly? Firm value implications of CSR in the face of CSI," Journal of the Academy of Marketing Science, Springer, vol. 45(5), pages 677-697, September.
    5. Bram Foubert & Els Gijsbrechts, 2016. "Try It, You’ll Like It—Or Will You? The Perils of Early Free-Trial Promotions for High-Tech Service Adoption," Marketing Science, INFORMS, vol. 35(5), pages 810-826, September.
    6. Datta, Hannes & van Heerde, H.J. & Dekimpe, Marnik & Steenkamp, J.E.B.M., 2019. "Cross-National Differences in Market Response: Line-Length, Price, and Distribution Elasticities in Fourteen Indo-Pacific Rim Economies," Other publications TiSEM a0a56355-4d96-4eac-b2fd-4, Tilburg University, School of Economics and Management.
    7. Inès, Gicquel & Herbert, Castéran, 2016. "Linking usage and shopping: How value experiences can distinguish consumers," Journal of Retailing and Consumer Services, Elsevier, vol. 30(C), pages 165-174.
    8. Ina Garnefeld & Tabea Krah & Eva Böhm & Dwayne D. Gremler, 2021. "Online reviews generated through product testing: can more favorable reviews be enticed with free products?," Journal of the Academy of Marketing Science, Springer, vol. 49(4), pages 703-722, July.
    9. Jake Hoskins & Shyam Gopinath & J. Cameron Verhaal & Elham Yazdani, 2021. "The influence of the online community, professional critics, and location similarity on review ratings for niche and mainstream brands," Journal of the Academy of Marketing Science, Springer, vol. 49(6), pages 1065-1087, November.
    10. Sadat Reza & Hillbun Ho & Rich Ling & Hongyan Shi, 2021. "Experience Effect in the Impact of Free Trial Promotions," Management Science, INFORMS, vol. 67(3), pages 1648-1669, March.
    11. Ad Jong & Nicolas A. Zacharias & Edwin J. Nijssen, 2021. "How young companies can effectively manage their slack resources over time to ensure sales growth: the contingent role of value-based selling," Journal of the Academy of Marketing Science, Springer, vol. 49(2), pages 304-326, March.
    12. Appel, Gil & Libai, Barak & Muller, Eitan & Shachar, Ron, 2020. "On the monetization of mobile apps," International Journal of Research in Marketing, Elsevier, vol. 37(1), pages 93-107.
    13. Eva Ascarza & Scott A. Neslin & Oded Netzer & Zachery Anderson & Peter S. Fader & Sunil Gupta & Bruce G. S. Hardie & Aurélie Lemmens & Barak Libai & David Neal & Foster Provost & Rom Schrift, 2018. "In Pursuit of Enhanced Customer Retention Management: Review, Key Issues, and Future Directions," Customer Needs and Solutions, Springer;Institute for Sustainable Innovation and Growth (iSIG), vol. 5(1), pages 65-81, March.
    14. Vafainia, Saeid & Breugelmans, Els & Bijmolt, Tammo, 2019. "Calling Customers to Take Action: The Impact of Incentive and Customer Characteristics on Direct Mailing Effectiveness," Journal of Interactive Marketing, Elsevier, vol. 45(C), pages 62-80.
    15. Aurélie Lemmens & Sunil Gupta, 2020. "Managing Churn to Maximize Profits," Marketing Science, INFORMS, vol. 39(5), pages 956-973, September.
    16. Anthony Koschmann & Yi Qian, 2020. "Latent Estimation of Piracy Quality and its Effect on Revenues and Distribution: The Case of Motion Pictures," NBER Working Papers 27649, National Bureau of Economic Research, Inc.
    17. Jaeger, Nikolai A. & Zacharias, Nicolas A. & Brettel, Malte, 2016. "Nonlinear and dynamic effects of responsive and proactive market orientation: A longitudinal investigation," International Journal of Research in Marketing, Elsevier, vol. 33(4), pages 767-779.
    18. Yaxin Ming & Chenxi Li & Jing (Elaine) Chen, 2021. "Acquisition mode and credit card overspending behavior: An empirical analysis of the credit card industry," Journal of Consumer Affairs, Wiley Blackwell, vol. 55(1), pages 232-253, March.
    19. Tianshu Sun & Lanfei Shi & Siva Viswanathan & Elena Zheleva, 2019. "Motivating Effective Mobile App Adoptions: Evidence from a Large-Scale Randomized Field Experiment," Information Systems Research, INFORMS, vol. 30(2), pages 523-539, June.
    20. Matsuo, Makoto & Minami, Chieko & Matsuyama, Takuya, 2018. "Social influence on innovation resistance in internet banking services," Journal of Retailing and Consumer Services, Elsevier, vol. 45(C), pages 42-51.

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